Listing Presentations and the steps to secure a client are a huge part of real estate marketing for agents, whether residential or commercial. As my clients and students already know, what you do to secure a client should not be limited to when you are asked. There can be plenty of value in providing a potential client with a solution before they request your services. It’s about you approaching them with a strategy to be “first in” toward your next transaction.
For example, an apartment complex within your farm area could be a goldmine. If you know how to pan for the gold. Suppose you know that some tenants are paying $2,400 per month for a 2-bedroom apartment. Next, suppose there is a nearby 2-bedroom house listed for what would be a $2,200 per month monthly payment. The result for that tenant would be “saving” $200 per month while building equity and possibly receiving tax benefits.
I’m sure many reading this want to ask me, “What about the down payment?”. It is easy to find an excuse to not justify doing the work. If I were less diplomatic, I would want to ask them the same question. However, the goal should be to make the situation work because everybody wins. The seller gets a buyer, the buyer gets significant benefits, and I, as the agent that orchestrated the transaction, get a commission I would not have otherwise.
Time spent finding down payment assistance plans, funding sources which could take care of the down payment with a monthly payback of less than $200, and a seller willing and able to offer financing would strengthen my chances of getting the deal done.
Doing all of this is not nearly as simple as I am making it sound. I know that. Another thing many of my clients know is that a few hours of hard work can add thousands of dollars to their pockets. There are plenty of rewards to be gained from creating a success situation that no one else took the time to do. Suppose you got a deal done by doing this while agents with many more years of local experience than you have sat by and let it happen.
There are many ways, beyond the above example, to generate opportunities by bringing solutions to potential clients. Let’s see what we can come up with during our “15 Minute Agent Audit” for only the cost of a single dinner. Schedule yours today, and let’s see how soon you are “first in” to the closing table!
